We’ll help you understand the fundamentals of Income from Outcomes. And give you insights you’ll use when designing your program.
Topics covered:
- Why you’d adopt Income from Outcomes
- What success looks like for your customers and the outcome/s you’ll provide
- Who you will engage in your prospects and customers
- The six decisions you need customers to make
- What it takes for customers to make those six decisions – the right emotions
- Your outcome lifecycle – the six steps to get the six decisions you need customers to make
- How and why you should drive lead generation using outcomes
- Selling using outcomes
- Enabling business outcomes
- Creating references and advocates
- Driving expansion revenue
For a line of business, we’ll help you define the core business outcome you enable for customers.
You’ll develop a definition of the to-be state you can help customers achieve. A to-be state they’ll want to achieve. And you’ll capture this to-be state in a single phrase of 10 syllables or less. We call this a Success Outcome.
Your Success Outcome represents the essence of what you will help your customers achieve.
And we’ll also help you define the smaller outcomes the customer needs to get right to achieve the Success Outcome. We call these Contributing Outcomes.
Graduates of this workshop comment that they have never had a clearer picture of what success looks like for customers.
Implementing Income from Outcomes is an evolution, not a revolution. It’s an approach every customer-facing department can use. But you won’t try to implement Income from Outcomes across the whole business at the start.
We’ll help you identify where you can get the strongest returns from an outcome program. And we’ll help you plan how to achieve those strong initial returns.
You’ll focus on one part of the Income from Outcomes program for one segment.
You’ll then have a base from which to expand over time.
In this workshop, you’ll map out your overall customer engagement model. And you’ll plan how you’ll begin your program.
The foundation of this workshop is the Power of Six:
- There are six decisions you need customers to make for you both to prosper
- There are six emotions the customer needs to feel to make each of the six decisions
- There are six steps in an outcome lifecycle to create the six emotions that will get the six decisions
We’ll help you design the six steps in your outcome lifecycle.
Everyone will come away with a clear idea of how they can engage customers, using outcomes, to drive the business.
But you won’t try to do everything at once. Your program is an evolution, not a revolution. We’ll help you decide how you want to begin.
If you would like further assistance, we offer other workshops to help you evolve your customer outcome approach. These include:
- Selling New Business (New Logo)
- Program Setup Workshop – the governance, structure and management of the program
- Change Management Workshop – how to position the program with staff and maximise the chance of success
- Execution Capability Workshop – planning what you need to execute your program
- Outcome-based Offerings – Creating Outcome Bundles
NEWSLETTER
